Taking Donor Visits to the Next Level

A Sure Path to Joyful, Generous and Inspired Yeses

Generous, Inspired, Joyous, Giving

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Agenda

1. Foundation

2. Getting tough appointments

3. Planning a visit for maximum results

4. Strategic Questioning and Listening

5. Stewardship and the Wow Factor

5. Ending with a yes to a next step

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It’s All About Relationships, Engagement…

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…and Being Strategic

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Approach Matters

Building Transformational Donor Relationships

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Trusted Versus Trustworthy

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The Tarnside Curve of Involvement *Developed by Patrick Boggen, Tarnside Consulting, UK

GIV

ING

INVOLVEMENT

Awareness Interest

Engagement

Commitment

Ownership

Taking Personal

Responsibility

Factors* *Bank of America, University of Indiana 2009, High net work donors w/$200K+ income and $1,000,000 in liquid assets

• Attending religious services

• Volunteering

• Using professional expertise

• Engaging children in philanthropy

• $111,137 – $76,112

• $124,267 – $35,127

• $158,194

• $243,935 – 3x as much as those

who did not

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High Tough Long Term

High Touch Short Term

Lower Touch Short Term

Suite of Engagement Opportunities

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Securing “Yeses”

Mission, Values, Organization

Vision and Leadership

Philanthropy

Purpose, Impact

Scope,

Timing

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Your Goal

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Types of Visits

• Qualifying

• Discovery

• Engagement (developing and advancing relationship)

• Stewardship (connecting with impact, advancing relationship)

• Recruitment

• Solicitation

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Preparing for the Visit

• What goals do you set?

• What else do you do?

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Getting Tough Appointments

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Asking Strategic Questions

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Messages that “Stick”* * Made to Stick by Chip Heath & Dan Heath

• Simple

• Unexpected

• Concrete

• Credible

• Emotional

• Stories

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Types of Questions* *Neil Rackham Spin Selling

• Open/Closed

• Direct/ Indirect/ Leading

• New information

• Clarification/Confirmation

• Attitude

• Values

• Implications

• Commitment

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Strategic Questions Structure

• Start broad

• Frame questions

• It’s a conversation

• Avoid classic traps

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The Donor Puzzle©

• “Right” purpose

• “Right” amount

• “Right” solicitors

• “Right” time

• “Right” participants

• “Right” place

• “Right” materials

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Donor Puzzle©

• Ratings

• Motivation, values and interests

• Where on Tarnside Curve

• Knowledge, impressions of your organization

• Philanthropic decision makers and process

• Natural partners

• Issues

• Involvement and contribution preferences

• Stewardship preferences

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World View • Meet basic needs

• Save or transform one life

• Strengthen the community

• Have a greater societal impact

• Save the world

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Listening for Intent

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• Most of us listen to respond rather than listen to understand* – *Peter Drucker

The Importance of PROBING and UNPACKING!

• Listen carefully

• Ask follow-up questions

• Go deeper until you understand INTENT

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Active Listening

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Listening Styles or Preferences* *Listen Up by Kitty Watkins and Larry Baker

• People oriented

• Action oriented

• Content oriented

• Time oriented

• Multiple preferences

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Stewardship

Surprise

Personal

Connect the Dots

Impact!!!!

Accountability S

“WOW” Experiences

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End Every Visit with a “Yes”

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• Find us on

• Visit us:

– www.theosbornegroup.com for free podcasts, videos and tools

• Contact us:

– mail@theosbornegroup.com 914-428-7777

• Follow us

– Twitter @kareneosborne, @bobosborne17, @neeshar, @yolanda_rahman

This presentation is the copyrighted property of The Osborne Group, Inc. (TOG) It cannot be used, copied, sold or given away without written permission from TOG

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